Rackspace Microsoft Sales Specialist North Asia in Quarry Bay, Hong Kong
Overview & Responsibilities
Rackspace has a huge opportunity to build and develop of a Partner and Alliances eco system in North Asia, supporting strategic growth plans within the Mid-Market and Enterprise space through an untapped revenue stream.
This position is part of the wider Asia Sales organisation and will be instrumental in driving the growth of revenues and the Rackspace footprint inside our Asia Partner and Customer base. This resource will own and manage the Rackspace engagement, to a targeted community of senior relationships, at a strategic and tactical level within the partner community.
The person in this role will:
Own & develop long-term relationships with a selected strategic named technology community, with the primary goal of revenue and pipeline generation
Develop joint value propositions and go-to-market plans with strategic named partners to secure long-term investment, maximising the opportunities for Rackspace and our partners.
Manage the full sales cycle of their partner and end client opportunity pipeline from lead generation to close.
Establish productive, professional relationships with key personnel in their named partner organizations, developing close relationships at every appropriate level, understand their business, their respective channel development and decision-making processes.
Create and implement partner development strategies that succeed in exploiting the full business potential of the partner’s client and prospect base, through account mapping and reviewing of shared pipeline
Be responsible for maintaining knowledge base of the Rackspace product portfolio, including Digital, Multi-Cloud and Managed Security to ensure future growth and retention.
Become a channel subject market expert with high awareness and knowledge of the Digital, Multi-Cloud, and Managed Security markets, industries and have the capability to enable/train Rackspace sales on partner joint value proposition.
Provide regular updates (weekly, monthly, and quarterly) back to the business of performance against financial targets and actions in progress concerning those results
Key Performance Indicators KPIs Include (not limited to):
New Partner Acquisition
Pipeline generation (i.e. opportunities) with a focus on high-revenue opportunities
New Logo Acquisition
Monthly Channel led Direct Revenue target
Managing touch points in named strategic as well as new and developing partners
Quarterly business reporting
PERSON SPECIFICATION: The Person:
5 Years + experience and understanding, including accountability for driving pipeline and revenue against a monthly target and working under a variable compensation scheme
Demonstrated, senior level relationship management experience within partner ecosystems across Asia
Ability to speak Mandarin and Cantonese to a business level is a requirement
Experience and understanding of building ROI / Value based business solutions
Proven ability to recognise salient business issues that will “move the needle”. You must be able to detect patterns, and present conclusions to internal stakeholders.
Able to influence and collaborate at all levels often achieving long-range objectives indirectly through change, or via the efforts of others.
Understanding and appreciation of the IT and Cloud Managed Services industry IN ASIA
Industry knowledge and experience in technology market space, especially within the Digital, Multi-Cloud and Managed Security markets
Communication skills and experience, including customer presentations
Experience and appreciation of partner management roles and responsibilities, including programs, systems, and tools used to manage alliance relationships
Experience and appreciation of driving marketing strategies and campaigns.
Experience and appreciation of working with partners and internal stakeholders to hold them accountable to fulfilling quarterly business objectives; all the while, maintaining positive, constructive relationships
Fit with Rackspace values and culture.
Req # 38998